Introduction
At IBM, work is more than a job - it's a calling: To build. To design. To code. To consult. To think along with clients and sell. To make markets. To invent. To collaborate. Not just to do something better, but to attempt things you've never thought possible. Are you ready to lead in this new era of technology and solve some of the world's most challenging problems? If so, lets talk.
Your role and responsibilities
We are looking for a strategic and execution-focused SAP A&D GTM Manager to drive go-to-market initiatives for SAP solutions within the Aerospace & Defense industry. This role will define and execute targeted GTM strategies, align offerings with market demand, and enable sales teams to accelerate pipeline and revenue growth.
The ideal candidate combines industry expertise in Aerospace & Defense, SAP solution knowledge, and strong experience in market strategy, sales enablement, and business development.
Key Responsibilities
- GTM Strategy & Execution
- Develop and execute industry-specific GTM strategies for SAP A&D solutions
- Identify target segments, buyer personas, and competitive positioning
- Define messaging, value propositions, and solution differentiation
- Align GTM initiatives with overall sales and growth objectives
Industry Expertise (A&D)
- Serve as a subject matter expert in Aerospace & Defense industry trends, including:
- Supply chain resilience
- Defense contracting compliance (e.g., ITAR, DFARS)
- Digital manufacturing and engineering transformation
- Map SAP capabilities to A&D-specific business challenges
Sales Enablement
- Create and deliver sales playbooks, pitch decks, and solution collateral
- Enable sales teams with tools, messaging, and training
- Partner with sales leadership to drive pipeline development
Solution Alignment
- Position SAP offerings such as:
- SAP S/4HANA (including Defense & Security solutions)
- SAP Digital Manufacturing & Supply Chain
- SAP Asset Management (EAM)
- SAP Business Technology Platform (BTP)Collaborate with solution architects to align offerings to market needs
Pipeline & Growth
- Support deal strategy on large, strategic A&D opportunities
- Work with sales teams on account planning and pursuit strategies
- Track GTM effectiveness and optimize based on results
Partnership & Ecosystem Collaboration
- Collaborate with SAP, system integrators, and alliance partners
- Co-develop joint campaigns and industry-specific initiatives
Required Qualifications
- 8-12+ years of experience in GTM strategy, sales, or consulting, with SAP focus
- Strong knowledge of SAP solutions (S/4HANA, supply chain, manufacturing, or defense solutions)
- Experience in Aerospace & Defense industry
- Proven ability to drive pipeline creation and revenue growth
- Strong communication and executive presentation skills
Preferred Qualifications
- Experience working at SAP, a large SI (Accenture, Deloitte, Capgemini, etc.), or a consulting firm
- Familiarity with government/defense contracting environments
- Exposure to cloud transformation and RISE with SAP
- MBA or equivalent
Required technical and professional expertise
- 8-12+ years of experience in GTM strategy, sales, or consulting, with SAP focus
Preferred technical and professional experience
- Advanced Acquisition Knowledge: Deep understanding of acquisition or integration agreements, including expertise in interpreting and applying relevant clauses and requirements, is beneficial for success in this role.
- Incentive Plan Optimization: Experience with optimizing incentive plans to drive business outcomes, while ensuring compliance with contractual terms and conditions, is a valuable asset.
- Strategic Risk Mitigation: Ability to identify and mitigate potential risks associated with non-compliance, ensuring seamless execution of incentive plans and agreements, is a preferred skill.
IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.
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